Is there an opportunity to use value consulting for a lost deal? · Jayd sees this a lot, usually for a deal slip rather than a complete loss. - Salespeople often hold off engaging Value Consulting Team because they are confident in getting the deal done, and do not want to add any delays. When the deal slips, then they are keen to try a different tactic and invite Value Consulting to help land the deal.· Only a few things that really matter: A) Is this a problem worth solving? B) Do they believe we can solve it? C) What will be different when we have solved?11) How do you build consensus and prepare your champion to present to the budget holder? · It is a series of meetings, no one should walk in unprepared.· Do we agree on the problem to solve, unlike politics often people do not agree to the same problem. Need multiple people on side, are other key people sharing the sentiment of your champion?· Then to the relationship side of sales. Art meets science.· Build rapport and human to human relations first. Unless only talking to finance do not lead with the numbers. Relationship and narrative first. In a previous company we used to say – “The numbers are last.”

12) Key takeaways: · To thrive during this pandemic sell business outcomes. It will give you more control of the timing and likely success of your deals.· Structure the value pitch early.· Be conservative on the value through the process.· Be directional on the numbers and do not oversell.

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